July 30th – August 1st, 2013 McCormick Place, Chicago, IL Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044 Basics of Lead Management Basics of Lead Management
July 30th – August 1st, 2013 McCormick Place, Chicago, IL Presented by: Michael Hatch HATCH Marketing & Consulting [email protected] 240-603-6044.
Jan 04, 2016
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July 30th – August 1st, 2013McCormick Place, Chicago, IL
Presented by: Michael Hatch
HATCH Marketing & [email protected]
240-603-6044
Basics of Lead ManagementBasics of Lead Management
July 30th – August 1st, 2013McCormick Place, Chicago, IL
Basics of Lead Basics of Lead ManagementManagement
Presented by:
Michael HatchHATCH Marketing & [email protected]
240-603-6044
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What are your challenges?
4
No control over the leads
What are your challenges?
5
No control over the leads I can’t track our leads
What are your challenges?
6
No control over the leads I can’t track our leads No budget to create or launch
What are your challenges?
7
No control over the leads I can’t track our leads No budget to create or launch Can’t create lead-to-sales
conversion reports
What are your challenges?
8
No control over the leads I can’t track our leads No budget to create or launch Can’t create lead-to-sales conversion
reports Can’t get the sale department to
cooperate
What are your challenges?
9
No control over the leads I can’t track our leads No budget to create or launch Can’t create lead-to-sales conversion
reports Can’t get the sale department to
cooperate I get excuses from sales people
why they cannot get me follow-up data
What are your challenges?
10
No control over the leads I can’t track our leads No budget to create or launch Can’t create lead-to-sales conversion
reports Can’t get the sale department to
cooperate I get excuses from sales people why
they cannot get me follow-up data Don’t have the time
What are your challenges?
11
No control over the leads I can’t track our leads No budget to create or launch Can’t create lead-to-sales conversion
reports Can’t get the sale department to
cooperate I get excuses from sales people why
they cannot get me follow-up data Don’t have the time I can not tag this sales to
just one lead source
What are your challenges?
12
No control over the leads I can’t track our leads No budget to create or launch Can’t create lead-to-sales conversion
reports Can’t get the sale department to
cooperate I get excuses from sales people why
they cannot get me follow-up data Don’t have the time I can not tag this sales to just
one lead source Too much record keeping
What are your challenges?
13
No control over the leads I can’t track our leads No budget to create or launch Can’t create lead-to-sales conversion
reports Can’t get the sale department to
cooperate I get excuses from sales people why
they cannot get me follow-up data Don’t have the time I can not tag this sales to just
one lead source Too much (paper) work The leads were not good
What are your challenges?
14
No control over the leads I can’t track our leads No budget to create or launch Can’t create lead-to-sales conversion
reports Can’t get the sale department to
cooperate I get excuses from sales people why
they cannot get me follow-up data Don’t have the time I can not tag this sales to just one
lead source Too much (paper) work The leads were not good I only followed up on the
good leads
What are your challenges?
15
??What are your challenges?What are your challenges?
Tip #1Tip #1
Technology Today Cloud-based universal lead capture
systems Sales CRM applications Smartphones Marketing Automation (MA) programs Your website
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Two Approaches
Manual Technology
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Manual
Disconnect from sales or marketing
Lack of budget
You can still start
18
Historically
Show Organizers One system for ALL
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The Basics
Who are your best prospects? 100% of attendees?
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The Basics
Score your leads A,B,C
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The Basics
Score your leads A,B,C
22
+or -
What is the right information to capture on leads?
Follow-up KILLER
The Basics
23
The Basics
What is the right information to capture on leads?
Follow-up KILLER What is the essence of trade show
marketing?
24
The Basics
25
The essence of trade show marketing
Tip #2Tip #2
Straight from the Horse’s Mouth 26
What is the right information to capture on leads?
Tip #2Tip #2
Straight from the Horse’s Mouth
Only one question One more Repeat Salespeople will respond
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??
The Basics
What should you do with leads (suspects) that are not ready to buy?
Before the internet Today (Sirius) Living in the month Nurture and cultivate
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The Basics
What should you do with leads (suspects) that are not ready to buy?
Before the internet Today (Sirius) Living in the month
Nurture and cultivate. . .
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The Basics
What you need to create an effective lead management program?
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The Basics
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Content is King
The Basics
What you need to create an effective lead management program?
Content is King Company library
How To and Tip sheets White papers Articles
Content assignments
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The Basics
Reports
The Basics Number of leads from each show How many are A, B and C leads Near-term revenue
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The Basics
Reports you can generate with Technology:
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The Basics
Reports you can generate with Technology:
Customer and product Automated Campaigns Real-time prospect activity Sales and revenue reports Integration with your CRM Leads-to-sales conversion rates Monthly/quarterly/annual sales revenue ROI reports Custom
36
Tip #3Tip #3
CRM integration Percentage vs. ABC method
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Tip #3
CRM integration Percentage vs. ABC method
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90% vs. ABC+/- ($80K vs. $75K-$100K)
Lead Management Technology
Lead Management Technology Universal Lead Capture Solutions
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Lead Management Technology
Lead Management Technology Universal Lead Capture Solutions
How they work
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Lead Management Technology
Lead Management Technology Universal Lead Capture Solutions How they work Examples:
Bartizan iLeads Blue Stone Nexus NewLeads
Sales Lead Management Association (SLMA)
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Lead Management TechnologyLead Management Technology
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??Marketing Automation Marketing Automation SolutionsSolutions
Lead Management Lead Management TechnologyTechnology
Marketing Automation Solutions How they work
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Lead Management Technology
Marketing Automation Solutions How they work
45
Lead Management Technology
Marketing Automation Solutions How they work Examples:
Eloqua Marketo Pardot LeadFormix
46
Lead Management Technology
Marketing Automation Solutions How they work Examples:
Eloqua Marketo Pardot LeadFormix
Marketing Automation Institute (SLMA)
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Lead Management Technology
Marketing Automation Solutions
3 in 1 InfusionSoft *
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The BIG Payoff(s)
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Lead Management Technology
The BIG Payoff(s)
2x to 4x Company wide Management attention Promotion & raise
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Q AQ A&&
The Next Level
Tomorrow/Wednesday July 31st
“Automated Lead Follow-up & CRM”
July 30th – August 1st, 2013McCormick Place, Chicago, IL
Thank You
Michael HatchHATCH Marketing & [email protected]
240-603-6044
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